Friday, August 28, 2009

Yesterday I wrote about how a Networking Group can be a great investment of your time. In this podcast I share eight things that successful networkers do. If you put these things into practice, you too can begin to get the same sort of results.

Thursday, August 27, 2009

Someone said to me last week "I can't justify taking the time out to attend networking events in the day". It's a common view especially amongst professionals who bill for their time. My view is that quality networking is time invested rather than time spent.

Time is a really precious resource so you want to make sure you invest your business networking time wisely. This podcast explains how networking groups can actually save you a lot of time.

Wednesday, August 26, 2009

In 'Do you know enough people already?' I wrote about the different reaction of two Professionals to the same networking group. In one of the comments Andrew Sansom said he suspected that one was really selling.

If you are looking for business today from the people you meet, that is selling. Successful networking builds your business for tomorrow. This podcast explains the difference in approach between selling and successful networking.

Tuesday, August 25, 2009

One question that I get asked by people is how to get regular business from networking relationships. Getting other business people to recommend and advocate you is what networking is all about for many people.

This podcast explains how to set about motivating others in your Inner Network to advocate you.

Monday, August 24, 2009

At an event last week someone asked me who would be an ideal connection for me? I explained that it would be someone running another network or providing complementary services to large numbers of Service Business Owners and Partners in Professional Firms. He said that gave him a great insight into the people that would be ideal connections for him.

In this podcast I talk about building close relationships with others who provide a complementary service to the same target market as your ‘Inner Network’. This will help your networking to become a regular and reliable source of new business.

Friday, August 21, 2009

I wrote yesterday about how to start a conversation at a Networking Event, but what if you are on the receiving end? Someone asks "What do you do?" and all of a sudden it becomes one of the hardest questions you have ever faced.

In this Podcast I explain how you can always answer quickly, confidently and effectively.

Thursday, August 20, 2009

Andy polled various people in his network for their best and worst conversation starters. "What do you do?" was one of the most popular, but Andy suggests that's the networking equivalent of "Do you come her often?". Read Andy's top ten at the link above.

Wednesday, August 19, 2009

Yesterday I wrote about finding the time for online networking. One of the real benefits of your online contributions is the way you can use them to add value and demonstrate your real expertise. In 'How you can use Twitter and Facebook to be persuasive' Graham Jones explains the psychology behind this.

As Graham says you can use Twitter and Facebook and all the other social networks to show you are an authority on your subject by publicising:

* Your original content * Your thoughts on current research * Your readiness and ability to answer questions * Your leadership position in associated organisations * Your connections with other authorities

Tuesday, August 18, 2009

A number of people I have spoken to recently feel completely overwhelmed by the prospect of keeping up to date online and offline. In 'You only have 12 hours a week' Alan Rae has some useful insights into the types of business that need to do more online.

Monday, August 17, 2009

In this podcast I talk about how to build on that network so that you surround yourself with the right people for you and your business. How you can do things to ensure that you build that network to produce the right results for you and your business.

Friday, August 14, 2009

In yesterday's post, 'Do you know enough people already?', I talked about getting to know some people really well so that over time they will introduce you regularly to people you don't know.

One of the great features of the online Social and Business networks like Facebook and Linkedin is that you are able to see who else your trusted contacts know and request introductions.

Some people, however, hide their contacts from view. When you build trusted relationships you do that by extending trust a little or more at a time. Allowing your contacts to view your other contacts is one way of extending trust and building important relationships.

Thursday, August 13, 2009

I was involved in a conversation about a networking group with a couple of accountancy professionals recently. One said "I used to go, but stopped as there were not enough new people each time". The other said "I find it better when it's the same people because as I get to know them more they introduce me to all the people I need". Two completely opposite opinions from people in similar businesses about the same group!

I think it's a balance and will depend on how long you have been building your network and the type of business you run. If you have an extensive network most of your networking time will be spent with them. If you are just starting out you will need to meet more new people as you build your network.

It is always worth asking yourself once in a while. How well do I really know the people I meet regularly?

Chris explained in simple terms the relationship between complex Power Laws and Internet Traffic. He did it so well that others are able to pass on his message and his expertise. I overheard a conversation during a London NRG-networks lunch yesterday where someone was explaining Chris' ideas to someone else struggling with generating enquiries from their website. This was someone who had attended one of Chris' Seminars at NRG a year ago!

If you can find a way that others can pass on your message, no matter how complex, in simple terms it's a real help to those that want to advocate you. Those that have got to know, like and trust you.

Tuesday, August 11, 2009

Successful networkers build their reputation at the same time as building relationships. Networking, both online and offline, is a great way of building your reputation by sharing your expertise. Your advocates can then make connections for you when the right opportunity presents itself.

I get many offers from people interested in speaking at NRG business networking events. I explain that we concentrate on Practical Business and Personal Development in the Seminars at our Networking Events and that priority is given to NRG members when choosing presenters. They are not Sales Pitches and by educating and informing other members and guests the speakers build their own reputation and help others achieve their own goals. This enhances the overall networking experience and strengthens the relationships being built.

Many of the offers recently have been from 'Social Media Experts'. I always speak to people I trust about prospective speakers. I also google them to check out their online presence and contribution. In one or two instances even these 'social media experts' have only had a limited presence online. Can you really speak authoritatively about Social Media with a handful of followers on Twitter and even fewer updates?

Much of your reputation comes from what you do rather than what you say. Make sure you are doing the things that match and enhance the message you are giving to your network. If you are referred to someone then that person will probably speak to others and check you out online too.

Monday, August 10, 2009

According to the survey I wrote about in my column for the National Networker, Reasons for Networking, most people are Networking for more business.

If networking isn't generating the results you want it could be for a whole number of reasons. One reason could be that you are spending time with people with no access to your market and no real understanding of what you do. The likelihood is that many of the people you meet may not have access to your target market or anyone with influence in your target market. It's worth taking some time identifying other suppliers to the people you deal with. Maybe ask some of your clients who they take advice from.

You can then start to go about your networking strategically and ensure your word of mouth is getting to the right people with the right message. This includes joining the networking groups where others work in similar markets to you and building that network of advocates to spread positive word of mouth in the right ears.

Friday, August 7, 2009

In a One2One meeting last week the management consultant I was with said "I have no problem with selling once I get in front of the right person". In the last few years that is probably a sentence I have heard more often than any other. In fact I recorded a podcast on the subject, 'Your target market – Who is your right person?'. Have a listen here:

Thursday, August 6, 2009

One of my wife's sisters is visiting the UK from the US currently. On Sunday her friends & family back home were trying to contact her urgently as her husband was in hospital after being in a bad car accident. He was the only person with her phone number and was in no state to be able to give it to anyone.

About 7 in the evening UK time my daughter spotted something had happened on her cousin's facebook status. One of my Sister-in-Law's neighbours had also sent me a direct message after finding me amongst her Facebook contacts. I phoned my Sister-in-Law who was then able to phone another neighbour back home to get the full picture.

A few hours later the local UK police knocked at her parents house with a message that she needed to get in contact with people back in the US. The information travelled by Facebook much quicker than it took the police. The Police performance was still pretty impressive too given the limited information they had to work on - surname + town.

Is this relevant to how useful Social Networks & Social Media can be for you?

I think it's a powerful illustration of a revolution in communications. How many important conversations are you missing if you are not online?

Wednesday, August 5, 2009

Yesterday I wrote about identifying the people already in your network. The next step in networking is building on that network so that you surround yourself with the right people for you and your business. You can then do the things to ensure that you build that network to produce the right results for you and your business.

Tuesday, August 4, 2009

I was chatting with someone last week who had just started her own leadership development consultancy. She had recently left corporate life and invested in a franchise business. We spoke about the importance of networking and how to get started. She explained that she had begun by contacting all of the people she already knew.

I congratulated her on doing this because many people that I meet forget about the people they already know and concentrate all their efforts on meeting new ones. In this podcast, 'How to start building your network', I talk about how to identify the people already in your network. Listen here:

Monday, August 3, 2009

Last week I was asked by an Independent Professional if people with her type of business got business through networking. Her belief was that if it worked for them then all she had to do was work out how they went about it and adopt a similar approach.

I pointed to a few similar consultants and explained how they went about their networking. If you are wondering how it all works then spend some time researching where business people like you network successfully. That will give you some pointers to the networks you should join. You may well find that they will help get you started by sharing their experiences and mentoring you.